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This has led to strong momentum and accelerated growth through the pandemic
McKinsey · 2024 · financial_analysis
This has led to strong momentum and accelerated growth through the pandemic
60.5 — Revenue
 Over our history, we have constantly innovated across key customer segments
McKinsey · 2024 · context
Over our history, we have constantly innovated across key customer segments
 And going forward, we will continue to innovate our value propositions and capabilities
McKinsey · 2024 · strategic_options
And going forward, we will continue to innovate our value propositions and capabilities
 These four factors will enable us to achieve our long-term aspiration...
McKinsey · 2024 · key_messages
These four factors will enable us to achieve our long-term aspiration...
 ...and fuel a virtuous cycle of growth, which we believe can deliver 10%+ revenue and mid-teens EPS growth
McKinsey · 2024 · framework_other
...and fuel a virtuous cycle of growth, which we believe can deliver 10%+ revenue and mid-teens EPS growth
10%+ — EPS growth
 Premium growth through our Membership Model
McKinsey · 2024 · agenda
Premium growth through our Membership Model
 Our differentiated Membership Model has been the driving force behind our growth and leadership position in the premium segment
McKinsey · 2024 · framework_other
Our differentiated Membership Model has been the driving force behind our growth and leadership position in the premium segment
 The model delivers four powerful outcomes that differentiate us from our competitors and are difficult to replicate
McKinsey · 2024 · framework_other
The model delivers four powerful outcomes that differentiate us from our competitors and are difficult to replicate
 One of the most powerful outcomes of the model is our global premium and highly attractive customer base at scale
McKinsey · 2024 · key_messages
One of the most powerful outcomes of the model is our global premium and highly attractive customer base at scale
$1.5T — Billed Business
 We build this premium customer base with a differentiated product design and refresh strategy that drives subscription-like Membership Fees...
McKinsey · 2024 · case_study
We build this premium customer base with a differentiated product design and refresh strategy that drives subscription-like Membership Fees...
2.2x — Account growth
 ...and delivers a diversified revenue model that is unique relative to our competitors
McKinsey · 2024 · competitive_analysis
...and delivers a diversified revenue model that is unique relative to our competitors
78% — Revenue Mix
 Our premium model also continues to deliver strong lend margins and best-in-class credit performance that has widened over time
McKinsey · 2024 · financial_analysis
Our premium model also continues to deliver strong lend margins and best-in-class credit performance that has widened over time
12.4% — Net Credit Margin
 What is most encouraging about the strength of our premium strategy and model is how it drives superior loyalty overall
McKinsey · 2024 · key_messages
What is most encouraging about the strength of our premium strategy and model is how it drives superior loyalty overall
98% — Billed Business Retention Rate
 Disciplined innovation, execution and a strategic focus on premium across the three core components of our Membership Model drive our leadership
McKinsey · 2024 · framework_other
Disciplined innovation, execution and a strategic focus on premium across the three core components of our Membership Model drive our leadership
 We generate innovation from multiple sources and activities across the company that is sharpened by our strategic focus on premium
McKinsey · 2024 · other
We generate innovation from multiple sources and activities across the company that is sharpened by our strategic focus on premium
60+ — Active Investments
 We employ our product design playbook to refresh and deliver best-in-class premium products to drive demand
McKinsey · 2024 · process_diagram
We employ our product design playbook to refresh and deliver best-in-class premium products to drive demand
$695 — Annual Card Fee
 Our premium products have generated strong demand with a premium, high-quality subset of younger age cohorts
McKinsey · 2024 · market_landscape
Our premium products have generated strong demand with a premium, high-quality subset of younger age cohorts
>75% — Share of Premium Cards
 These younger age cohorts have shown a steeper initial growth trajectory and are expected to provide greater lifetime value
McKinsey · 2024 · key_takeaways
These younger age cohorts have shown a steeper initial growth trajectory and are expected to provide greater lifetime value
~2x — Cumulative Spend Growth
 Our most premium and highest credit quality products also power our premium lending strategy and growth
McKinsey · 2024 · financial_analysis
Our most premium and highest credit quality products also power our premium lending strategy and growth
98 — US Consumer Revolving AR
 Core to our premium lending strategy is a deep focus on lower-risk segments and existing customers where we believe there is a big opportunity for growth
McKinsey · 2024 · key_messages
Core to our premium lending strategy is a deep focus on lower-risk segments and existing customers where we believe there is a big opportunity for growth
>70% — Revolving Loan Growth
 Our powerful set of Membership Services is central to our model and delivers highly differentiated premium benefits
McKinsey · 2024 · other
Our powerful set of Membership Services is central to our model and delivers highly differentiated premium benefits
1,500+ — Membership Benefits
 Our Membership Services also play an important role in strengthening our two-sided model and drive greater spend on our network
McKinsey · 2024 · framework_other
Our Membership Services also play an important role in strengthening our two-sided model and drive greater spend on our network
+3.0x — Growth vs. Industry/Baseline
 Investments and innovation in Travel are paying off as we outperform the industry in premium performance and growth
McKinsey · 2024 · key_takeaways
Investments and innovation in Travel are paying off as we outperform the industry in premium performance and growth
>2x — Sales volume growth
 We have successfully grown Resy since acquiring the business and strengthened the role dining plays in delivering differentiated card benefits
McKinsey · 2024 · case_study
We have successfully grown Resy since acquiring the business and strengthened the role dining plays in delivering differentiated card benefits
5.4x — Growth multiplier
 Partnerships are also a core part of our Membership Model and the way we integrate them across the business differentiates us from our competitors
McKinsey · 2024 · context
Partnerships are also a core part of our Membership Model and the way we integrate them across the business differentiates us from our competitors
3K+ — Partner count
 We leverage our highly attractive global customer base and our strength in partnerships to create a unique partner-funded flywheel
McKinsey · 2024 · framework_other
We leverage our highly attractive global customer base and our strength in partnerships to create a unique partner-funded flywheel
 The Membership Model is backed by our global servicing footprint that delivers premium service at a local level around the world
McKinsey · 2024 · context
The Membership Model is backed by our global servicing footprint that delivers premium service at a local level around the world
#1 — Customer Satisfaction Rank
 Our premium model and leadership position have become even stronger over time across key metrics
McKinsey · 2024 · kpi_dashboard
Our premium model and leadership position have become even stronger over time across key metrics
77% — Fee-based New Accounts
 We operate in a very attractive industry that is expected to continue to deliver strong growth
McKinsey · 2024 · industry_trends
We operate in a very attractive industry that is expected to continue to deliver strong growth
~8% — CAGR
 Premium and younger segments have been the fastest growing in our industry, which plays to our strengths
McKinsey · 2024 · market_landscape
Premium and younger segments have been the fastest growing in our industry, which plays to our strengths
30% — CAGR %
 Our runway and opportunities for growth in US Consumer are highly attractive
McKinsey · 2024 · key_takeaways
Our runway and opportunities for growth in US Consumer are highly attractive
~5% — Growth Opportunity
 While US small business card spend has been volatile since the pandemic, we have gained share
McKinsey · 2024 · market_landscape
While US small business card spend has been volatile since the pandemic, we have gained share
47.1% — Spend Share
 Spend moderation in 2023 was driven by organic spend
McKinsey · 2024 · diagnosis
Spend moderation in 2023 was driven by organic spend
 The small business card industry remains an attractive opportunity
McKinsey · 2024 · market_landscape
The small business card industry remains an attractive opportunity
5.5M — New Business Applications
 We continue to have a healthy and engaged customer base
McKinsey · 2024 · key_takeaways
We continue to have a healthy and engaged customer base
98% — Retention Rate
 Our newer vintages are more premium and provide a continued platform for growth
McKinsey · 2024 · comparison_table
Our newer vintages are more premium and provide a continued platform for growth
21% — Growth in revenue per $ of new spend acquired
 We have driven stronger, more diversified revenue growth
McKinsey · 2024 · financial_analysis
We have driven stronger, more diversified revenue growth
9% — YoY Revenue Growth
 We are the leader in US small business cards
McKinsey · 2024 · key_takeaways
We are the leader in US small business cards
$427B — US SME 2023 Billings
 Multiple advantages underpin our leadership position
McKinsey · 2024 · key_messages
Multiple advantages underpin our leadership position
 Our leading value propositions are designed to deliver relevant, superior value
McKinsey · 2024 · key_takeaways
Our leading value propositions are designed to deliver relevant, superior value
18+ pts — Net Promoter Score
 We are using AI to enhance the effectiveness of our sales and marketing engine
McKinsey · 2024 · process_diagram
We are using AI to enhance the effectiveness of our sales and marketing engine
~2x — Billed Business Acquired
 Our exposure management capabilities provide more spend capacity, while controlling credit losses
McKinsey · 2024 · key_takeaways
Our exposure management capabilities provide more spend capacity, while controlling credit losses
~3.3x — Delinquency Rate
 Our client-facing teams deliver deeper customer relationships
McKinsey · 2024 · other
Our client-facing teams deliver deeper customer relationships
88% — Customer Servicing Satisfaction
 We are focused on acquisition momentum and customer engagement to drive revenue growth
McKinsey · 2024 · process_diagram
We are focused on acquisition momentum and customer engagement to drive revenue growth
 We plan to continue to invest in marketing to grow our premium customer base
McKinsey · 2024 · key_messages
We plan to continue to invest in marketing to grow our premium customer base
2x — Growth multiplier
 Enhancements to personalized marketing can continue to drive efficient investment
McKinsey · 2024 · impact_sizing
Enhancements to personalized marketing can continue to drive efficient investment
~30% — Response rate lift
 We estimate 4.9M Amex consumer customers are small business owners, providing a deep prospect pool
McKinsey · 2024 · market_landscape
We estimate 4.9M Amex consumer customers are small business owners, providing a deep prospect pool
~64% — Spend lift
 The strength of our partnerships creates customer value and acquisition opportunities
McKinsey · 2024 · other
The strength of our partnerships creates customer value and acquisition opportunities
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